Forum Message

Topic: Re:ethics
Posted by: Michael Carroll
Date/Time: 17/10/2003 16:56:56

Matt

Below is an extract from a post I made here last year in line with the topic of content and sales

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NLP Models were derived from codifying patterns of excellence inherent in people who excelled in their field. Let me start from this point

From my observations mediocre and poor sales -people go straight into describing in detail FEATURES of the product, often boring the client and leaving the client very confused about what the product can do for him and her. If you map the behaviour I described above to NLP change work- you end up in the land of an NLP Practitioner imposing CONTENT on their client. So in the sales model FEATURES become the CONTENT, and itís a mistake when selling to get stuck solely in features.

Now successful sales people do something else. They begin by asking lots of questions, which I have categorised in two sets. 1 questions about what the client owns now in relationship to what the salesperson is selling† (present state) and questions about what your clients wants (desired state) in relationship to what is being sold. In asking these questions the NLP salesperson will have acquired a lot of information, in addition to present & desired state the NLP salesperson will be aware of the clients decision making strategy and other filters. You will note this is process.

When the salesperson knows specifically what the client wants the product to do she/he begins to sell in terms of the product satisfying the clientís outcomes.

Features may well arise at this stage but it is essential to link them to benefits to create a resources state that fits with the clientís outcome and subsequently offers a solution to what was elicited as the present state.

The above is partial representation of a six step model I have codified to use NLP in the sales environment.

Back to the question of content and ethics- I have defined content as features of a product. A lot depends on your own definition of content in the sales context. I think some obvious differences† will occur when mapping NLP therapy applications to NLP sales applications because in this context they are in my opinion different logical types.

So how much content do you need when selling. My thinking is enough to make a sale where the client and salesperson are satisfied with the outcome, and depending on the product, a long term win/win relationship occurs as result of the sale.

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Regards

Michael Carroll


Entire Thread

TopicDate PostedPosted By
ethics17/10/2003 16:41:45Matt Ross
     Re:ethics17/10/2003 16:56:56Michael Carroll
          Re:Re:ethics18/10/2003 01:10:09Matt
               Re:Re:Re:ethics18/10/2003 04:12:58Todd Sloane
                    Re:Re:Re:Re:ethics18/10/2003 13:10:13Matt
                         Re:Re:Re:Re:Re:ethics18/10/2003 16:42:58Todd
                              Re:Re:Re:Re:Re:Re:ethics18/10/2003 22:49:40matt
                                   Re:Re:Re:Re:Re:Re:Re:ethics19/10/2003 03:56:33Todd
                                        Re:Re:Re:Re:Re:Re:Re:Re:ethics20/10/2003 23:42:57matt
     Re:ethics17/10/2003 18:26:11nj
          Re:Re:ethics18/10/2003 13:14:00Matt
               Re:Re:Re:ethics18/10/2003 17:01:52Todd
                    Re:Re:Re:Re:ethics18/10/2003 20:41:21matt
               Re:Re:Re:ethics20/10/2003 22:38:54nj
                    Re:Re:Re:Re:ethics20/10/2003 23:41:42matt
                         Re:Re:Re:Re:Re:ethics20/10/2003 23:53:04nj
                              Re:Re:Re:Re:Re:Re:ethics21/10/2003 15:59:14matt
                                   Re:Re:Re:Re:Re:Re:Re:ethics21/10/2003 19:51:25nj
          Re:Re:ethics18/10/2003 13:26:11matt
               Re:Re:Re:ethics22/10/2003 00:30:08John Grinder
                    Re:Re:Re:Re:ethics22/10/2003 04:26:57matt
                         Re:Re:Re:Re:Re:ethics22/10/2003 13:33:34Tim Bray
                    Re:Re:Re:Re:ethics22/10/2003 14:44:38Eric Bollinger
                         Re:Re:Re:Re:Re:ethics22/10/2003 16:09:03Lewis Walker
                              Re:Re:Re:Re:Re:Re:ethics22/10/2003 16:59:15Jon Edwards
                                   Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)23/10/2003 03:13:46Todd
                                        Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)23/10/2003 03:56:16carrie
                                             Re:Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)23/10/2003 22:07:33nj
                                        Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)23/10/2003 13:56:46Jon Edwards
                                             Re:Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)23/10/2003 16:35:58carrie
                                                  Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)23/10/2003 17:35:48John Grinder
                                                       Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)24/10/2003 00:21:58carrie
                                                            Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)24/10/2003 08:27:37John Grinder
                                                                 Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)29/10/2003 02:23:16matt ross
                                                                      Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)29/10/2003 21:33:46Dan
                                                  Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)24/10/2003 03:33:31Todd
                                                       Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)24/10/2003 13:47:49carrie
                                             Re:Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)24/10/2003 03:47:34Todd
                                                  Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)24/10/2003 14:32:05Jon Edwards
                                                       Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)25/10/2003 04:33:59Todd
                                                            Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)25/10/2003 04:47:06nj
                                                                 Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)25/10/2003 12:07:31Jon Edwards
                                                                      Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)25/10/2003 13:26:19Oscar Logieas
                                                                      Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)25/10/2003 18:38:44nj
                                                                 Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)26/10/2003 01:09:05Todd
                                                                      Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)27/10/2003 08:11:18nj
                                                                           Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)06/11/2003 06:12:16Todd
                                                                                Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:Re:ethics (metaphor)06/11/2003 12:07:36Pete West

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